Pharma Meetings, Mar 1, 2005 - Pharmaceutical Executive

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Pharma Meetings, Mar 1, 2005
Features
Once in a Lifetime
By Jennifer Juergens
Companies are embracing the notion that adventurous incentive travel can be combined with other corporate activities including team building, product launches, and training—with great results. Pictured Above: Helicopter hiking along Grizzly Ridge in the Purcell Mountains of British Columbia (BC). Right: Whitewater rafting the Elaho River outside of Whistler, BC.
Compliance: Obey and Avoid
By Sibyl Shalo
These seven tips are designed for meetings that could have customers or prescribers present. The key is that you dont want the meeting alone to become an inducement to prescribe or purchase your products. You have to look at the context of the whole meeting. In other words, one of these tips may or may not cause problems on its own, but all these factors have to be looked at in their entirety and there's certainly some here that are more important than others.
Sales Training: Stage Right
By Pat Friedlander
The three goals for specialized training are: to help reps reverse roles with their customers, to steer healthcare professionals to medical affairs, and to maximize information capture for follow-up.
Online Meetings: Teleconferencing, Meet the Dodo
By Michael D. Lam
Virtual get-togethers, while still a small element of the meeting universe, are growing fast. In 2004, web-based meetings across all industries generated $600 million in revenues. That figure is expected to grow at an annual rate of 30 percent for the near-term, says Bob Maiden, president of The Maxwell Group, a provider of live, direct-to-physician web conferencing services.
Procurement: Clever Leverage
By Sibyl Shalo
Preferred supplier programs allow clients to better communicate their needs and corporate cultures to vendors.
Speaker Training: Online and Honoraria-Free
By Wendy Balter , Ben Willis
Online speaker training sessions can be short—about 30 to 40 minutes—which would work much better with physicians' busy schedules, eliminating the company's obligation to pay honoraria for the training itself, and avoiding the tricky issue of unintentional kickbacks.
Special Reports
Destination Spotlight: Puerto Rico
By Sibyl Shalo
Before you know it, you'll be in Puerto Rico, too.
From the Editor
Getting Together is Hard to Do
By Sibyl Shalo
Riding around in a golf cart and listening to the conversations among hoteliers, convention and visitors' bureau representatives, and meeting planners can give you a good idea of what concerns people bringing together groups of pharma executives and their internal and external audiences.

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